Sales Leadership, P&L Management, Distribution & Channel Management, Business Development & strategic Partnership.

Sales Leadership, P&L Management, Distribution & Channel Management, Business Development & Partnerships, Strategic customer engagements, Stakeholder Management, Team Management

Develop and execute company’s sales and marketing plans, including implementing new ideas and tools for the company. Provide direction and planning for the company and oversee the activities. Work closely with sales team, management and field employees to ensure that all are working in line with the company’s policies. Develop secure contracts with new customers and manage ongoing contracts. Define proposals for new and existing clients, identify and set company goals, and create plans to achieve goals. Develop and maintain network of contacts both internally and externally. Oversee the formation of business partnerships and negotiation of contracts. Lead company’s planning and execution of strategies to increase sales and company growth. Manage and monitor business development and sales staff closely to ensure they receive sufficient marketing and sales materials for delivering efficient work.

Streamline Channel, setup business to reflect consistency in Supply, Pricing and Representation.Set up team, Customer engagements, Develop internal and external customer relationships that successfully drive business objectives, Build current and future competitive advantage by understanding & addressing key customers’ needs, and by demonstrating deep understanding ofcompetitors’ strategies, Build sales infrastructure to its maximum potential through effective training execution and mentoring / coaching

Enabled & reinforced key BSC distributor relationships. Supported sales expansion across South India. Assessed and mapped potential distribution & reach for expansion and sales growth. Analyzed competitor information and government policies to ensure that strategies are aligned to the market business need. Engaged with brokers and referral channels to ensure that sales are met against target set. Developed sales strategies that delivered desired targets. Built internal capacity to deliver targets through recruitment, up skilling and mentoring of staff. Ensured that technical marketing material, advertising and branding is relevant, executed and aligned to the business strategy. Prepared and recommended sales budget and manage spending to ensure budget compliance. Adhered to organizational values and ensured the team’s adherence to it.

Handled the Interventional Cardiology portfolio for Karnataka & Kerala. Managed organizational sales by developing a business plan that covers sales, revenue and expense controls. Met planned sales goals. Responsible for setting individual sales targets with the sales team. Tracked sales goals and reporting results are necessary. Oversaw activities and performance of the sales team. Coordinated with marketing on lead generation. Developed sales team through motivation, counselling and product knowledge education. Promoted the organization and products. Understood and identified the ideal customers and their behavior towards company’s products.

Handled the Endo-vascular portfolio for Karnataka (2011-2012). Handled the entire Cardio-vascular range of products for Karnataka (2002-2011). Managed the Top line / Bottom line for the entire portfolio. Updated the Interventional Cardiologist and Vascular Surgeons on Clinical trials and relevant information transfer. Strategized for the achievement of regional sales target through the zonal team by break down of annual targets to half yearly, quarterly and monthly. Continuously monitored the achievement of targets by closely checking month on month. Ensured that regional manager and area manager and their respective team achieved targets. Ensured satisfactory resolution to client queries and concerns in a timely manner. Coordinated with marketing team for organizing seminars, meets and conferences on zonal. Responsible for building a prospective client database and interacting with large customers for product feedback. Planned and structured the business and team and ensured maintenance of norms and standards of company policies.

Acted as a main liaison between the company and assigned dealerships. Understood the clients’ needs; established credibility; and took accountability for delivering value to clients. Facilitated, coached and consulted with dealers to ensure monthly / yearly sales and service objectives are met as well as well as accomplished other dealership goals. Built and maintained friendly, warm, high trust relationships and networks of business contacts while acting with integrity and a respect for others and an ability to demonstrate teamwork. Monitored dealership personnel training to maintain 100% compliance in the training objectives. Assisted dealers in business and inventory management, including product ordering and inventory balancing. Worked with dealers to improve profitability through marketing, merchandising, and operations consulting. Analyzed dealer sales, local market, and competition to identify specific brand opportunities by using good judgment and generating and evaluating alternatives; developing and implementing effective solutions. Increased sales of products and parts to dealers. Assisted in dealer and customer problem resolution.

Handled distribution for Kerala and Bangalore. Launched DES in Kerala and Karnataka. Streamlined distribution with Account wise reporting for Dealers. Achieved wholesale, retail sales and market penetration objectives as well as other divisional goals. Conducted in-dealership sales training; improve customer and sales satisfaction levels in assigned areas. Assisted dealers with floor planning, promotions, merchandising, advertising and other sales consultant responsibilities. Built, maintained, and developed dealership accounts and contacts. Reviewed and analyzed dealerships financial performance, conducted in-dealership sales training, improve customer and sales satisfaction levels in assigned areas.

Handled various divisions of Boston Scientific-Urology, Gastroenterology, Neurovascular, Interventional Radiology and Interventional Cardiovascular portfolio in Kerala. Accountable for achieving orders and sales targets in the assigned territory. Forecasted orders and sales within the applicable sales funnel tools and reports for their products in their assigned territory. Create business plans for territory / assigned accounts including, but not limited to opportunity development, competitive strategies, and targets. Build strong business relationships and formulate account strategies and plans for the product range to continuously strengthen relationships within the assigned accounts/ territory. Identify & respond to key account technical and departmental decision maker’s needs. Continuously develop a network of key decision makers within the assigned territory. Track and communicate market trends to/from the field including competitor data, and develop and lead towards a sustainable competitive advantage. Maintain up to date detailed knowledge of their product. Can present and discuss the technology and benefits in terms which are relevant to customers. Maintain up to date market and competitor knowledge related to their product/solutions/services. Drive and initiate development of new business opportunities working with Account manager and other Sales Specialists to obtain maximum cooperation across the business focused on the protein sciences workflow. Continuously update their understanding the customers changing operational issues and challenges. Execute successful product demonstrations, internal and external training, seminars, workshops, and promotional activities. Contribute to account plans where applicable at accounts covered by account managers. Continuously educate and coach account team members on their product strategy and offerings.

Managed the sales for Kerala with 6 reps and 25 dealers. Launched the whole surgical portfolio in Kerala. Coordinated sales team by managing schedules, filed important documents and communicated relevant information. Ensured the adequacy of sales-related equipment or material. Responded to complaints from customers and provided after-sales support when requested. Stored and sorted financial and non-financial data in electronic form and present reports. Handled the processing of all orders with accuracy and timeliness. Inform clients of unforeseen delays or problems. Monitored the team’s progress, identify shortcomings and propose improvements. Assisted in the preparation and organizing of promotional material or events. Ensured adherence to laws and policies.

Launched 2nd & 3rd Gen Cephalosporin and Inotropes in Salem Dt. Launched the Diabetic portfolio in Salem, Attur, Namakkal, Dharmapuri, Krishnagiri and Hosur. Achieved sales targets on products and services. Responsible for coordinating with existing principals. Initiated marketing activities for product awareness. Increased the managed services clientele base. Prospected, nurtured opportunities, and closed sales for the product group. Managed sales forecasting activities and set performance goals accordingly. Reviewed market analyses to identify customer needs. Presented sales presentations to key clients in coordination with sales representatives. Met with key clients, assisting sales representative with maintaining relationships and negotiating and closing deals. Coordinated sales staff activities with other departments including programming, traffic, promotion, news and business. Analyzed and managed expenditures of sales department to conform to budgetary requirements. Prepared sales report as required by General Manager or Corporate. Monitored and evaluated the market competition. Established and maintained local client relationships that can be used to maximize local and national revenue.